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Getting Referrals

Written by: Donald F. Pooley

Article Overview: This list is in my ‘How to Get Referrals’ file, and I have no idea of its source. I must have saved it because it’s a good reminder of things we should be doing all the time to keep referrals flowing to us.

Getting Referrals

This list is in my ‘How to Get Referrals’ file, and I have no idea of its source. I must have saved it because it’s a good reminder of things we should be doing all the time to keep referrals flowing to us.
* Look for referrals when you don't need the business, not just when you do.
* Prove that you're worthy of referrals.
* Let contacts know you desire referrals.
* Ask current clients to refer potential new clients.
* Consider prospects as referral sources.
* Develop referral sources by asking for advice.
* Avoid direct solicitation.
* Convince referral sources that prospects will benefit more than you will.
* Maintain good relationships with referral sources.
* Make sure referral sources are enthusiastic.
As you look over this list ask yourself “Do I do this?”. If your answer is “No”, ask yourself “Why not?”.
If you can answer “Yes” to every one you should have a good flow of referrals coming in continuously.
If not, use this list to analyze exactly what you are now doing to acquire referrals on a regular basis.

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Related Forum Posts
Re: How do you get your clients? - I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.
Re: How do you get your clients? - [quote="brata":2qa58hl5]I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.[/quote:2qa58hl5] Ive been in business for a few years and my best way to get clients is door to door so far. However as my marketing budget grows I have stopped door to door business to business sales and shifted to mailers, billboards, radio, and just a tiny bit online.


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